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Xerox Sales Specialist - Intelligent Workplace Solutions (Canadian Market) in Saint John, New Brunswick

Sales Specialist - Intelligent Workplace Solutions (Canadian Market)

General information

City: Saint John

State/Province: New Brunswick

Country: Canada

Department: Sales

Date: Thursday, May 13, 2021

Working time: Full-time

Ref#: 20011537

Job Level: Specialist

Job Type: Experienced

Job Field: Sales

Seniority Level: Associate

Description & Requirements

Xerox (NYSE: XRX) makes every day work better. We are a workplace technology company, building and integrating software and hardware for enterprises large and small. As customers seek to manage information across digital and physical platforms, Xerox delivers a seamless, secure and sustainable experience. Whether inventing the copier, the ethernet, the laser printer or more, Xerox has long defined the modern work experience. Learn more at and explore our commitment to diversity and inclusion. (

Xerox Digital Sales

Intelligent Workplace Services (IWS) Specialist

Location: Saint John, NB

Position Concept

This position will provide Sales support to the Direct Canada team. The Xerox IWS Specialistwill be responsible to develop strategies with the Field sales Representatives for expanding Managed Print Services contracts within an existing client base in addition to developing new opportunities with non-Xerox customers by leveraging the Managed Print Services toolset and services. They will help identify, develop, and communicate a strategy that links into client drivers to drive efficiencies in their document processes. They are responsible to help build a strong pipeline of opportunities.They are also responsible to help retain our existing customers through delivering client facing Business Review packages, that will be share with clients in a Quarterly Business review (“QBR”).

Main Responsibilities

  • Achieves Revenue and Profit targets for assigned territory.

  • Acts as a subject matter expert for MPS sales cycles.

  • Communicates and inspects on field execution of MPS related marketing programs.

  • Consults (as required) with Sales Executives to effectively perform MPS sales cycles

  • Applies a consultative approach to analyzing customer requirements, activity levels and related print costs.

  • Strategizes with sales teams to assist them with meeting their target.

  • Maintains sustained sales activities for deals and leads high impact calls such as MPS Presentations, MPS Assessments, MPS Validation Meetings and MPS Proposals.

  • Develops comprehensive proposals that include floor plans, current costs and recommended future state.

  • Utilizes Xerox Print Services Assessment tools (XDA, Asset DB, XPSST, XRM, etc…).

  • Implements programs to build and maintain adequate MPL.

  • Keeps abreast of existing and changing technologies to apply to recommended solutions.

  • Facilitates the contracting and implementation of XPS contracts.

  • Represents the sales function, ensuring company values and pricing and sales policies are adhered to and sales goals are achieved.

  • Generates innovative ideas, challenges current thinking and achieves buy in from stakeholders in the development of new offerings.

  • Supports Marketing with market knowledge to develop new and/or improve existing service offerings.

  • Develops initial financial analysis of solutions to Develop QBR packages for a prioritized list of XPS Accounts and ensure client

meetings occur per the schedule

  • Provides QBR packages on demand, upon request from Client Managers and Specialists

  • Provide analysis to field sales for customer presentations

  • Lead or participate in client presentations as required

  • Take ownership for the resolution of issues identified in the QBR, and report progress to customer.

  • Pro-actively identify and close process gaps

  • Provide XPS tool support and coaching to field sales and clients

  • Support assessment and implementation activities associated with pending and signed deals

  • Own communication of process improvements and key wins

  • Work with CMs to convert unmanaged devices to Xerox XPS contract

Qualifications and Skills

  • Proven consistent success in current assignment (s) (ie. consistently achieved 100% or more of performance targets for a minimum of 18 months)

  • Experience in a Specialist assignment is a plus, but not required

  • University Degree or post secondary education, preferably in a business-related discipline

  • Proficient knowledge of the following technologies: Internet, Virtual Demos & Xerox Sales Tools (Siebel, Xerox Legacy systems such as Xpert, IMS, etc.)

  • Excellent organization and analytical Skills

  • Strong skills in MS Excel and PowerPoint

  • Excellent written communication and listening skills

  • Effective interpersonal skills

  • Strong facilitation and presentation skills

  • Ability to work independently with minimal supervision

  • A team player who is self-motivated and has high energy with a positive attitude

  • Able to work well under pressure and adapt to an ever-changing environment

  • Business maturity and demonstrated professionalism

  • Demonstrated system literacy skills, especially MS Office products


Xerox is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, creed, religion, ancestry, national origin, age, gender identity or expression, sex, marital status, sexual orientation, physical or mental disability, use of a guide dog or service animal, military/veteran status, citizenship status, basis of genetic information, or any other group protected by law. Learn more at and explore our commitment to diversity and inclusion! ( People with disabilities who need a reasonable accommodation to apply or compete for employment with Xerox may request such accommodation(s) by sending an e-mail to Be sure to include your name, the job you are interested in, and the accommodation you are seeking.

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